Consulting case studies

Jun 01, 2013

Constructing a sales force transformation

A large building materials manufacturer looked to a new strategy to accelerate lead generation and increase market share.

Client challenge

As the market for commercial and residential real estate development began to improve, a leading manufacturer of building materials needed to develop a sales transformation plan that would help it grow and take market share from its key competitors. Without a current sales system in place, they didn’t have the capacity to seek out new opportunities, and were potentially leaving money on the table.

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PwC's solution

What the company sought was a truly innovative business transformation plan enabled by a next-generation CRM solution built on the latest Salesforce cloud technology with robust mobile capabilities. The company was very much aware that its existing processes and systems were outdated and inflexible. Big changes were called for, and there was no time to waste.

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Impact on client's business

PwC worked with the client to enable a more efficient and customer-centric sales force by helping to equip the sales team with the current tools it needs to manage its sales workflow through Salesforce technology. The client is realizing double digit productivity gains, a better overall customer experience, more customer loyalty, and up to a 50 percent reduction in overall sales administration time.

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Tom Puthiyamadam
Global Digital Services Leader
Tel: +1 (646) 471 1490

Chris Curran
Chief Technologist, PwC US Advisory Practice
Tel: +1 (214) 754 5055

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